Territory Development Manager - Salt Lake

Territory Development Manager - Unilever Food Solutions

Location: Remote – Salt Lake City, UT

Unilever Food Solutions (UFS) is the €3bn+ food service division of Unilever, leading the dynamic Food Service market across 72 countries. UFS prides itself on creating value for its customers through culinary solutions and improving the food experience for distributors, operators, diners, and consumers.

Pay: $69,360 to $104,040. Compensation considers skill set, experience, licensure, certifications, education, and business needs.

Bonus: This position is bonus eligible.

Long‑Term Incentive: This position is LTI eligible.

Unilever employees are eligible for a comprehensive benefits plan, including health, dental, vision, retirement savings, life and disability insurance, parental and sick leave, paid vacation, holidays, and voluntary benefits.

As a Territory Development Manager, you will drive sustainable business growth by engaging Operators, Chains, and Trade Partners. You will use data, CRM tools, and an integrated digital ecosystem to win new customers and grow market share.

You are accountable for delivering targets in Sales Growth, Reach & Penetration, Digital Engagement, and customer presentations with both Operators and Distributor Trade Partners. You will execute a multi‑touchpoint contact strategy online and face‑to‑face to generate demand for Food Solutions products and deliver an excellent customer experience. Virtual culinary consultations to targeted operators are also part of the role.

Engage with Local Chain Accounts and Operator Customers, and be accountable for delivering business targets for the assigned territory:
Turnover, Reach & Penetration, Digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling, etc.

Implement a full Key Account Management approach, execute CBP, Win & Retain funnel, Contact Matrix, and a 20% online / 80% F2F contact strategy.

• Use data to translate business insights into activation and solution selling.
• Utilize market trends to create conceptual solution selling.
• Gain insight and lead customers to the right solution.
• Network with key customer stakeholders to engage decision makers.
• Prepare visits with solution recommendations; use CRM Salesforce to manage workflow and market funnel.
• Conduct F2F and virtual sampling, ideation, cooking demos to secure new opportunities or increase volume usage.
• Follow up on previous calls to ensure opportunities progress to close.
• Secure and coordinate monthly customer orders to achieve growth targets.
• Meet with distributors/trade partners to expand assortment, align on priorities, and source leads.
• Build and nurture relationships with local Distributor Sales Representatives (DSRs).
• Implement Contact Matrix for key trade customers with a squad approach for more effective management.
• Engage trade customers for secondary sales data alignment.
• Implement promotions tied to key seasons and events.
• Ensure timely submission & settlement of claims.

• Hunter mentality with 70% hunting vs 30% farming focus.
• Fast adopter of contemporary technology; proficient in MS Office, Power BI, and Excel.
• Entrepreneurial mindset; proactively create solutions for UFS and customers.
• Curious and constantly learning market trends.
• Ability to sell premium brands with superiority selling stories and culinary solutions.
• Bilingual is a plus (Spanish, Mandarin).

• CPG Food service Sales Experience (B2B).
• Culinary/Chef selling experience.
• Network of existing Food service operator partners.
• Distributor, ingredient, or broker sales experience.
• CRM (Salesforce) proficiency.
• Operator sales experience.
• Market/geographical knowledge.
• Food University background (CIA, Food & Hospitality).
• Multi‑national corporate company experience – understands corporate ways of working.

• Caring deeply.
• Positive tensions for bigger outcomes, fairness, transparency, performance, and care.
• Staying three steps ahead of the market.
• Build future while delivering today: think big, simplify, commit, lead, shape, disrupt.
• Delivering with excellence: pride in execution, best in…